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Negotiating in the Leadership Zone by Ken Sylvester

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Appendix D

Thirty Tactics

Thirty tactics are listed and defined below. Knowing what these tactics are, identifying and naming them even if you do not intend to use them yourself, will help you read negotiations you are in.

Acting Dumb: The “Colombo” Effect

The “Colombo” television show character (played by Peter Falk) solved cases by acting as dumb and as “sly” as a fox. His dumbness caused those around him to underestimate him. His behavior helped diffuse a competitive atmosphere.

Bandwagon—Jump on

This tactic involves creating the perception of momentum. This assumes you possess skills in the power of suggestion. The suggestion leads others to believe that some plan is highly popular and that they had better join in support of it lest they be left ...

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